Let’s talk about a substance that’s ruining the advisor sales process left and right. No, it’s not caffeine (though you might want to cut back). I’m talking about “hopeium.”
What’s hopeium, you ask?
It’s that addictive belief that your next big sale is just around the corner, even when all the evidence says otherwise.
You know the feeling.
You’ve got a prospect who hasn’t returned your calls in weeks, but you’re convinced they’re “just busy.”
Or that deal you’ve been chasing for months? You’re sure it’s going to close any day now, even though the last email you sent got ghosted harder than a bad Tinder date.
Hopeium is sneaky.
It feels good in the moment, like a warm blanket of optimism.
But here’s the problem -- it’s not real.
And the longer you stay hooked on it, the more damage it does.
Hopeium keeps you chasing dead leads.
It keeps you stuck in a cycle of waiting, wishing, and wondering.
And worst of all, it blinds you to the truth.
Because let’s face it, the truth isn’t always pretty.
Sometimes, the truth is that your prospect isn’t interested.
Sometimes, the truth is that your approach isn’t working.
And sometimes, the truth is that you need to let go and move on.
But here’s the good news -- there’s a cure for hopeium addiction.
It’s called trust-based selling.
Trust-based selling is about getting to the truth of where you stand with your prospects, quickly and without games.
It’s about having honest, direct conversations that cut through the fluff and get to the heart of the matter.
For example, instead of chasing a prospect who’s gone silent, you might say:
“Hey, I just wanted to check in. Are you still open to exploring this, or has something changed on your end?”
Simple, right?
But here’s the magic -- that kind of question creates clarity.
It gives your prospect permission to tell you the truth, whether it’s a yes, a no, or a not right now.
And once you know the truth, you can stop guessing and start focusing on what really matters.
So, if you’re ready to kick the hopeium habit, here’s what you need to do:
First, stop chasing.
If a prospect isn’t engaging, don’t waste your energy trying to convince them.
Second, start asking better questions.
Questions that uncover the truth, not just the answers you want to hear.
And finally, embrace the power of letting go.
Because when you let go of hopeium, you make room for something much better -- real opportunities, real connections, and real success.
So, are you ready to quit hopeium for good?
Related: Are You Creating Enough Trust in Your Sales Process?
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net worth/lead generation expert for financial advisors. His newest book, “Trust In A Split Second” has become an instant best-seller among financial advisors worldwide – you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary “plug up the holes” lead generation consultation. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Financial Review. He is considered a contrarian in the financial services industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing